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Full-Text Articles in Sales and Merchandising
An Analysis Of Nontechnical Game Theory On Laboratory Sales Trainees In Saudi Arabia, Akram Abdul Cader
An Analysis Of Nontechnical Game Theory On Laboratory Sales Trainees In Saudi Arabia, Akram Abdul Cader
International Journal of Applied Management and Technology
The purpose of this case study was to analyze 6 months of training application in a nontechnical game theory setting. Three laboratory sales trainees were studied using training reports that logged their strategic decisions and the amount of sales they obtained from their clients. A pure strategy game theory analysis was conducted on the decisions by the sales trainees. Two types of strategies were derived from the study: (a) allocentric and (b) egocentric. The egocentric strategies yielded higher personal payoffs, while the allocentric strategies yielded higher organizational payoffs. Training intervention was withheld during the 6-month period in order to allow …
The Curvilinear And Conditional Effects Of Product Line Breadth On Salesperson Performance, Role Stress, And Job Satisfaction, Jeff Johnson, Ravipreet S. Sohi
The Curvilinear And Conditional Effects Of Product Line Breadth On Salesperson Performance, Role Stress, And Job Satisfaction, Jeff Johnson, Ravipreet S. Sohi
Department of Marketing: Faculty Publications
The impact of how product line breadth affects a salesperson is unclear in the existing literature. While numerous product lines can provide certain benefits to the salesperson, they may also have a dark side. This research examines the impact of number product lines handled by the salespeople on their performance, role stress, and job satisfaction. Based on role and schema theories, we test a series of curvilinear and conditional effects, using data collected from salespeople across multiple industries. Our analysis indicates non-linear relationships between number of product lines handled by the salesperson and salesperson performance and role stress. Further, these …